Enjoy the pop of a champagne bottle being opened. You just put a leash on your first Big Dog. An international company on the Fortune 1,000 list is now your client. Following the arduous process of ...

We just lost a big and important customer. We don’t lose customers very often, and if we do, in most cases, I can rationalize why the client made the wrong decision to leave us. In this case, I had no ...

Over the years of serving mid-size service firms, my firm has been asked to help fix a problem that is very vexing: one big client. Sometimes this might be more than one client. But the point is that ...

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When leaders of a B2B company learn that a top player in their target audience has heard of them and is interested in their products or services, it can be thrilling. After all, landing a “big-name” ...

We all dream of landing the big case or winning over the elusive client. But that kind of success doesn’t just happen. It takes preparation, patience and networking. While being in the right place at ...

Wealth management and advisory firms and supporting enterprises like compliance consultancies are on the prowl for business development experts. But when those professionals come aboard and start ...

I had a meeting recently with an accountant and was led into his office while he was on the phone. I overheard him telling a client that he wouldn’t be able to get his work done as promised because ...

Members of Fast Company Executive Board share their expert insights. [Image: Courtesy of the individual members.] The Fast Company Executive Board is a private, fee-based network of influential ...